Chapter 2: The Personal Training Profession Flashcards
Operational costs
The various monetary requirements associated with the day-to-day running of a business
High-intensity interval training (HIIT)
An exercise training method defined by intervals of near-maximal intensity broken up by relatively short rest periods.
Adherence
The level of commitment to a behavior or plan of action
Prospect
An individual who has been identified as a potential client.
Sales process
A system for learning about the needs of a potential client to be able to identify and present a number of solutions for those needs
Open-ended questions
Nondirective questions that can’t be answered with a simple yes or no answer; they require critical thinking to formulate a response.
Working the floor
A rapport-building technique where fitness professionals walk around the gym floor talking to members without overtly presenting a sale.
Rapport
A relationship in which two people understand each other’s ideas, have respect for one another, and communicate well.
Forecasting
A business management technique that helps predict how much work is needed to meet a revenue goal.
Unique selling proposition (USP)
Highlighting unique skills or traits during a sales presentation that allow an individual to stand out from competition.
Brand
A product or service identified by specific, unique characteristics.
SWOT analysis
A professional development technique that helps individuals identify their personal strengths and weaknesses, opportunities for growth, and potential threats to success.
